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Previous research on salesperson-customer proximity has yielded mixed results, with some studies documenting positive proximity effects on shopping responses and others demonstrating the reverse. To reconcile such mixed findings, this paper aims to test whether and how salesperson proximity influences a series of key customer outcomes in actual retail settings using sample sizes that are considerably larger than most former investigations.

We conducted two high-powered field studies (N = 1,312) to test whether salesperson‐customer proximity influences consumers’ purchase behavior and store loyalty. Moreover, we investigated whether the short-term effects on purchase behavior were moderated by the extent to which the consumption context had a clear connection to consumers’ own bodies.

Salesperson proximity increased purchase incidence and spending in consumption contexts with a bodily basis (e.g. clothes, beauty, health), suggesting that consumers “buy their way out” in these contexts when a salesperson is violating their personal space. If anything, such proximity had a negative impact on consumers’ purchase behavior in contexts that lacked a clear bodily connection (e.g. building materials, furniture, books). Moreover, the link between proximity and consumer responses was mediated by discomfort, such that a salesperson standing close-by (vs farther away) increased discomfort, with negative downstream effects on shopping responses. Importantly, the authors found opposite proximity effects on short-term metrics (purchase incidence and spending) and long-term outcomes (store loyalty).

Drawing on the nonverbal communication literature and theories on processing fluency, the current work introduces a theoretically relevant boundary condition for the effects of salesperson-customer proximity on consumers’ purchase behavior. Specifically, the bodily basis of the consumption context is discussed as a novel moderator, which may help to explain the mixed findings in this stream of research.

Salesperson-customer proximity may serve as a strategic sales tactic to improve short-term revenue in settings that are closely tied to consumers’ own bodies and characterized by one-time purchases. However, as salesperson proximity was found to be associated with lower store loyalty, irrespective of whether the shopping setting had a bodily basis, the risk of violating consumers’ personal space may have costly consequences from a long-term perspective.

The present field studies make three central contributions. First, we introduce a novel moderator for proximity effects in various sales and service settings. Second, we test the focal hypotheses with much higher statistical power than most existing proximity studies. Finally, we document that salesperson-customer proximity ironically yields opposite results on short-term metrics and long-term outcomes, thus underscoring the importance of not solely focusing on sales effectiveness when training frontline employees.

The purpose of this paper is twofold. First, it aims to study the proximity‐effect power loss in the foil, strip (rectangular), square, and solid‐round wire inductor windings. Second, it aims to optimize the thickness of the foil, strip, square wire windings, and the diameter of the solid‐round‐wire, the minimum of winding AC resistance and the minimum of winding AC power loss for sinusoidal inductor current.

The methodology of the analysis is as follows. First, the winding resistance of the single‐layer foil winding with a single turn per layer and uniform magnetic flux density B is derived. Second, the single‐layer foil winding with uniform magnetic flux density B is converted for the case, where the magnetic flux density B is a function of x. Third, the single‐layer winding is replaced by the winding with multiple layers isolated from each other. Fourth, transformation of the multi‐layer foil winding into different conductor shapes is performed. For the solid‐round‐wire windings, the results of the derivation are compared to Dowell's equation and verified by measurements.

Closed‐form analytical equations for the optimum normalized winding size (thickness or diameter) at the global or local minimum of winding AC resistance are derived. It has been shown that the AC‐to‐DC winding resistance ratio is equal to 4/3 (F_Rv=4/3) at the optimum normalized thickness of foil and strip wire winding h_opt/δ_w. The AC‐to‐DC winding resistance ratio is equal to 2 (F_Rv=2) at the local minimum of the square wire and solid‐round‐wire winding AC resistances. Moreover, it has been shown that for the solid‐round wire winding, the proximity‐effect AC‐to‐DC winding resistance ratio is equal to Dowell's AC‐to‐DC winding resistance ratio at low and medium frequencies. The accuracy of equation for the winding AC resistance of the solid‐round wire winding inductors has been experimentally verified. The predicted results were in good agreement with the measured results.

It is assumed that the applied current density in the winding conductor is approximately constant and the magnetic flux density B is parallel to the winding conductor (b>>h). This implies that a low‐ and medium‐frequency 1‐D solution is considered and allows the winding size optimization. This is because the optimum normalized winding conductor size occurs in the low‐ and medium‐frequency range. The skin‐effect winding power loss is much lower than the proximity‐effect winding power loss and therefore, it is neglected.

This paper presents derivations of closed‐form analytical equations for the optimum size (thickness or diameter) that yields the global minimum or the local minimum of proximity‐effect loss. A significant advantage of these derivations is their simplicity. Moreover, the paper derives equations for the AC‐to‐DC winding resistance ratio for the different shape wire windings, i.e. foil, strip, square and solid‐round, respectively.

The purpose of this paper is to study how proximity affects the trade-migration link. By focusing on two case studies, France and Egypt, the authors explore if migrants promote and help to deal with market heterogeneity in international markets. Using an ethnic network approach the authors also test for interactions between the characteristics of migrants and proximity issues.

The paper builds on two case studies to illustrate the main working hypotheses. The main framework is that of ethnic networks, proximity ties, and market heterogeneity. Static and dynamic panel data methods are employed when estimating extended gravity trade equations. The authors account for country-pair fixed effects and instrument by lagged stocks of migrants, in order to deal with bilateral commonalities and endogeneity issues in the estimation procedure.

The paper provides evidence on how proximity enhances trade. Additional trade effects are found for countries sharing closer ties. Networks of migrants appear to help firms to deal with fixed trade costs, also generating some market heterogeneity that at the end influences the trade-migration linkage. Characteristics of migrants also seem to matter, interacting with proximity issues, and resulting in specific trade effects.

Proximity issues seem to matter in the trade creation effects of networks of migrants. In this way integration processes between countries would be showing some positive externalities in the side of trade flows. Characteristics of emigrants should be taken into account when defining migratory policies, mainly for the education and assimilation issues.

The paper get deeper insights in some emerging issues in the trade-migration literature by focusing in two relevant case studies.

This paper represents an empirical study of how geographic proximity influences the search advantage and the transfer problem of interfirm networks.

By using the data collected from 226 Chinese manufacturing firms, this study examines the proposed hypotheses.

The authors’ findings suggest that (1) geographic proximity is an important antecedent for promoting knowledge transfer, whereas it lowers the degree of knowledge novelty; and (2) geographic proximity also moderates the effects of interfirm networks on knowledge novelty and knowledge transfer.

This study contributes the literature of interfirm network and provides practical implications by addressing the ways in which manufacturing firms can promote knowledge transfer and acquire novel knowledge.

Retail store loyalty is essential to the survival and success of a retailer. The intangible benefits provided by the social exchange in-store influence the way consumers consider their relationships with the retailer. However, its relationships with social proximity and cultural factors are not clear. Therefore, this article investigates the effects of specific cultural dimensions on loyalty behaviour, as well as the mediating role of social proximity on the relationship investigated.

This research is based on an empirical investigation undertaken in Thailand with a sample of 636 respondents. Two retail chains were investigated (Big C and Tesco). Structural equation modelling was used to test the research model and a series of research hypotheses.

The results reveal that uncertainty avoidance and long-term orientation have positive direct effects on loyalty, while collectivism does not. Furthermore, social proximity significantly mediates the effects of collectivism and long-term orientation on customer loyalty. These findings show that Thailand is a specific emerging market in which retail chains should adapt their loyalty programme accordingly.

The cultural differences could be used for segmentation strategy for retailers to engage customers in a relationship with the hypermarket. Social proximity is an efficient lever to build loyalty in Thailand. In addition, retailers could utilise certainty and steadiness message as a way to build shopper loyalty.

This research underlines the social, human dimension that consumers seek, which is opposed to the online purchase. Specifically, this study highlights the mediating role of social proximity between the relationship of cultural variables and loyalty in the retail context. Additionally, this research displays the direct and positive effects of culture on retail loyalty. That is, this paper enhances how culture and shopper-retail staff interaction can be managed to achieve store loyalty.

Proximity – that is, the closeness of parties – has been increasingly emphasized in studies on innovation networks. The idea of closeness has been discussed in relation to geographic proximity, and has also been referred to as knowledge overlaps and shared understandings between parties. In most of the studies dealing with proximity in relation to innovation networks, a static analysis is pursued. Such an analysis marks how the closeness or distance, often with the conclusion that parties should not be too close or too distant, is measured against innovation outcome at a specific point in time. However, innovation processes would include how parties increasingly converge in their knowledge and understanding, and how they may co-locate their businesses. The purpose of this paper is to discuss proximity in relation to multiple-party innovation processes and their development over time.

The empirical part of this paper consists of a single case study on an innovation community and its development process. The development of the innovation community over time, whether and how geographic, knowledge and cognitive proximity is affected, and the outcome in terms of number of innovations, their newness (incremental or radical innovation), and variety are discussed in the paper.

Findings indicate how geographic proximity leads to more knowledge overlaps, while it is not a prerequisite for it. Rather, it is in the commitment processes partly connected to cognitive proximity that knowledge increasingly converges, indifferent to the co-location of parties. The speed of such processes, however, is higher if parties co-locate. The commitment processes lead to an increased number of innovations, while these innovations become more and more similar. To avoid increased overlaps of knowledge and thereby maintain the production of a variety of innovations, interaction needs to occur through the introduction of new parties and the termination of previous interaction patterns. This, however, occurs at the cost of commitment, and the knowledge thereby becomes less developed and used in its capacities.

The paper contributes to previous research through discussing proximity in innovation networks in a processual manner. The link between various proximities and their effect on innovation outcome sheds light on how proximity, as discussed in various literature streams, often relates to similar issues that converge around the issue of commitment.

The purpose of this paper is to investigate how to optimise corporate social responsibility (CSR) when communicating via social media. In particular, the communication type, cause proximity and CSR motives are addressed facing the increased demand for transparency and the grown consumers' expectations towards socially responsible brands.

Online survey was developed, based on a profound literature review and a field research we did on the actual social media behaviour of socially responsible brands. Consumers attitudes and behavioural reactions in terms of willingness to participate in a campaign, to spread e-WOM and to purchase were investigated, as a function of CSR motives (value vs performance vs value and performance) and cause proximity (national vs international), respectively, with monologue (study 1) and dialogue communication type (study 2).

Cause proximity enhanced the campaign participation, and this effect was pronounced for both, monologue and dialogue type of communication. CSR motives modulated the willingness to spread electronic word-of-mouth, and this holds for both, monologue and dialogue communication. Attitudes and purchase intention were highest when value- and performance-driven motives were communicated, but these effects appeared only when the message was in a dialogue form of communication. Message credibility and CSR motives credibility perception further modulated consumers response.

The outcomes could be used in developing marketing (communication) strategies leading to values and revenues optimisation.

The results are discussed in a framework of how CSR resonates via social media.

Using social categorization perspective, the purpose of this paper is to explore the effect of global identity, perceived proximity, and team interdependence on relational conflict in multicultural distributed teams.

Participants were 317 MBA students in 83 multicultural distributed project teams. Structural equation modeling and bootstrap methods were used to test the study model.

The results demonstrate that the indirect effect of global identity on relational conflict, through the pathway of perceived proximity, is moderated by team interdependence. More specifically, global identity leads to higher perceived proximity and lower relational conflict levels under low, rather than high, interdependence levels.

The particular study context (multicultural distributed MBA student project teams) may limit the extent of the generalization of the findings.

The findings presented here can help practitioners in global organizations to defuse relational conflicts in multicultural distributed teams by embracing a global cultural approach and relying on shared global identity in team building, personnel selection, and development. Additionally, managers should be conscientious when they use the practice of facilitating interdependence between team members and assess the need for other interventions.

This study advances multicultural distributed team research by highlighting the role of global identity in reducing relational conflict, identifying the mediation mechanism of perceived proximity, and the boundary conditions of team interdependence levels under which this attenuation effect prevails.

Based on revenge theory and the three objectives of social interaction theory of aggression, the purpose of this paper is to develop a framework to answer why and when a subordinate’s own behaviour instigates abuse at the workplace. In particular, the authors argue that subordinate gossip behaviour instils in supervisors a thought of revenge towards that subordinate, which, in turn, leads to abusive supervision. Specifically, this hypothesised relationship is augmented when the supervisor feels close to the gossiper (i.e. psychological proximity).

The authors conducted two independent studies to test the moderated mediation model, which collectively investigate why and when subordinate gossip behaviour provokes abusive supervision in the workplace. A lagged study (i.e. Study 1: 422 supervisors and subordinates) in a large retail company and an experience sampling study (i.e. Study 2: 96 supervisors and subordinates with 480 daily surveys) in multiple organisations provide support for the moderated mediation model.

The two-study (i.e. a lagged study and an experience sampling study) findings support the integrated model, which has mainly focussed on instrumental consideration of abusive supervision that influences the supervisor–subordinate relationship.

The two-study investigation has important and meaningful implications for abusive supervision research because it determines that subordinate gossip behaviour is more threating to a supervisor when the subordinate and the supervisor are psychological close to each other than when they are not. That is because when they are close, the supervisor is not expecting gossip behaviour from the subordinate, thus giving rise to an abusive workplace.

The purpose of this paper is to investigate the role of cognitive proximity on supply chain collaboration and how it relates to radical and incremental innovation.

The paper is based on quantitative approach to analyze the data of 218 firms in a developing and transition economy. The proposal model is tested with exploratory factor analysis (EFA), confirmatory factor analysis (CFA) and structural equation modeling (SEM).

The authors’ findings show that cognitive proximity facilitates decision synchronization and incentive alignment in the supply chain. Furthermore, the authors’ results indicate that information sharing and decision synchronization are determinants of radical innovation while incentive alignment is a determinant of incremental innovation.

This study was cross-sectional, so the authors could not consider the control variable such as sectors or firms’ size. It is hard to control the specific features of cognitive proximity in one single industry when using cross-sectional data. In future investigations, it may be possible to use a different dimension of proximity to explain the implementation of collaboration for innovation.

This study attempted to explore the role of cognitive proximity on supply chain implementation process in the context of a transition economy. Moreover, the authors’ findings provide the clearer understanding of the relationship between collaboration and innovation.